MARC details
| 000 -LEADER |
|---|
| fixed length control field |
02968cam a2200409 i 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION |
|---|
| control field |
20230526151253.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
|---|
| fixed length control field |
130322s2014 nyu b 001 0 eng d |
| 011 ## - LINKING LIBRARY OF CONGRESS CONTROL NUMBER [OBSOLETE] |
|---|
| Local cataloguing issues note |
BIB MATCHES WORLDCAT |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
0077861000 |
| 020 ## - INTERNATIONAL STANDARD BOOK NUMBER |
|---|
| International Standard Book Number |
9780077861001 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(ATU)b13430324 |
| 035 ## - SYSTEM CONTROL NUMBER |
|---|
| System control number |
(OCoLC)833630413 |
| 040 ## - CATALOGING SOURCE |
|---|
| Original cataloging agency |
DLC |
| Language of cataloging |
eng |
| Description conventions |
rda |
| Transcribing agency |
DLC |
| Modifying agency |
OCLCO |
| -- |
UKMGB |
| -- |
OCLCF |
| -- |
ATU |
| 042 ## - AUTHENTICATION CODE |
|---|
| Authentication code |
pcc |
| 050 00 - LIBRARY OF CONGRESS CALL NUMBER |
|---|
| Classification number |
HF5438.25 |
| Item number |
.W2933 2013 |
| 082 00 - DEWEY DECIMAL CLASSIFICATION NUMBER |
|---|
| Classification number |
658.85 |
| Edition number |
23 |
| 100 1# - MAIN ENTRY--PERSONAL NAME |
|---|
| Personal name |
Castleberry, Stephen Bryon, |
| Relator term |
author. |
| 9 (RLIN) |
824103 |
| 245 10 - TITLE STATEMENT |
|---|
| Title |
Selling : |
| Remainder of title |
building partnerships / |
| Statement of responsibility, etc. |
Stephen B. Castleberry, University of Minnesota Duluth, John F. Tanner, Jr., Baylor University. |
| 250 ## - EDITION STATEMENT |
|---|
| Edition statement |
9 [edition] |
| 264 #1 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Place of production, publication, distribution, manufacture |
New York, NY : |
| Name of producer, publisher, distributor, manufacturer |
McGraw Hill Education, |
| Date of production, publication, distribution, manufacture, or copyright notice |
[2014] |
| 264 #4 - PRODUCTION, PUBLICATION, DISTRIBUTION, MANUFACTURE, AND COPYRIGHT NOTICE |
|---|
| Date of production, publication, distribution, manufacture, or copyright notice |
©2014 |
| 300 ## - PHYSICAL DESCRIPTION |
|---|
| Extent |
xxviii, 487 pages, various unnumbered pages : |
| Other physical details |
colour illustrations ; |
| Dimensions |
27 cm |
| 336 ## - CONTENT TYPE |
|---|
| Content type term |
text |
| Content type code |
txt |
| Source |
rdacontent |
| 337 ## - MEDIA TYPE |
|---|
| Media type term |
unmediated |
| Media type code |
n |
| Source |
rdamedia |
| 338 ## - CARRIER TYPE |
|---|
| Carrier type term |
volume |
| Carrier type code |
nc |
| Source |
rdacarrier |
| 500 ## - GENERAL NOTE |
|---|
| General note |
Previous editions (up to 7th ed.) also authored by Barton A. Weitz. |
| 504 ## - BIBLIOGRAPHY, ETC. NOTE |
|---|
| Bibliography, etc. note |
Includes bibliographical references and index. |
| 505 00 - FORMATTED CONTENTS NOTE |
|---|
| Miscellaneous information |
1. |
| Title |
Selling and salespeople -- |
| Miscellaneous information |
2. |
| Title |
Ethical and legal issues in selling -- |
| Miscellaneous information |
3. |
| Title |
Buying behavior and the buying process -- |
| Miscellaneous information |
4. |
| Title |
Using communication principles to build relationships -- |
| Miscellaneous information |
5. |
| Title |
Adaptive selling for relationship building -- |
| Miscellaneous information |
6. |
| Title |
Prospecting -- |
| Miscellaneous information |
7. |
| Title |
Planning the sales call -- |
| Miscellaneous information |
8. |
| Title |
Making the sales call -- |
| Miscellaneous information |
9. |
| Title |
Strengthening the presentation -- |
| Miscellaneous information |
10. |
| Title |
Responding to objections -- |
| Miscellaneous information |
11. |
| Title |
Obtaining commitment -- |
| Miscellaneous information |
12. |
| Title |
Formal negotiating -- |
| Miscellaneous information |
13. |
| Title |
Building partnering relationships -- |
| Miscellaneous information |
14. |
| Title |
Building long-term partnerships -- |
| Miscellaneous information |
15. |
| Title |
Managing your time and territory -- |
| Miscellaneous information |
16. |
| Title |
Managing within your company -- |
| Miscellaneous information |
17. |
| Title |
Managing your career -- |
| Miscellaneous information |
Role play case 1. |
| Title |
Stubb's bar-b-q -- |
| Miscellaneous information |
Role play case 2. |
| Title |
Netsuite. |
| 520 ## - SUMMARY, ETC. |
|---|
| Summary, etc. |
"Selling: Building Partnerships, 9e remains the most innovative textbook in the Selling course area today with its unique role plays and partnering skills which are critical skills for all business people. The authors emphasize throughout the text the need for salespeople to be flexible--to adapt their strategies to customer needs, buyer social styles, and relationship needs and strategies. This is followed by a complete discussion of how effective selling and career growth are achieved through planning and continual learning. This market-leading text has been updated to continue its relevance in the Selling market today just as it was twenty years ago."--Publisher description. |
| 650 #0 - SUBJECT ADDED ENTRY--TOPICAL TERM |
|---|
| Topical term or geographic name entry element |
Selling |
| 9 (RLIN) |
323810 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Personal name |
Tanner, John F., |
| Relator term |
author. |
| 9 (RLIN) |
1089845 |
| 700 1# - ADDED ENTRY--PERSONAL NAME |
|---|
| Relationship information |
Based on (expression): |
| Personal name |
Weitz, Barton A. |
| Title of a work |
Selling : building partnerships |
| Version |
7th ed. |
| 907 ## - LOCAL DATA ELEMENT G, LDG (RLIN) |
|---|
| a |
.b13430324 |
| b |
07-03-20 |
| c |
28-10-15 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) |
|---|
| Koha item type |
Book |
| 945 ## - LOCAL PROCESSING INFORMATION (OCLC) |
|---|
| a |
658.85 CAS |
| g |
1 |
| i |
A549518B |
| j |
0 |
| l |
cmain |
| o |
- |
| p |
$228.44 |
| q |
- |
| r |
- |
| s |
- |
| t |
0 |
| u |
6 |
| v |
1 |
| w |
0 |
| x |
2 |
| y |
.i13387170 |
| z |
29-10-15 |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) |
|---|
| -- |
b |
| -- |
c |
| Operator's initials, OID (RLIN) |
20-03-18 |
| Cataloger's initials, CIN (RLIN) |
m |
| First date, FD (RLIN) |
a |
| -- |
eng |
| -- |
nyu |
| -- |
0 |
